The history, current dynamics, and future trends of the $ 10 billion home video rental industry provide a platform for discussing revenue sharing agreements between home video cassette providers and retailers.
Provides a brief analysis of the issues involved in designing an effective compensation system with a particular focus on incentives. Provides an analytical framework for thinking about compensation. Topics covered include the composition of the salary package, fringe benefits, and training. Incentive analysis discusses the trade-off between incentive and risk, the problem of performance measurement, …
Designs by Kate (DBK) sales representatives sell private label jewelry at hosted parties and through online social media channels. He is also responsible for recruiting, training, and managing new salespeople. CEO and Founder Kate Creevey designed the commission plan to encourage salespeople to team up and become leaders on their teams. The strategy was very …
A South African health insurance company is developing an affordable coverage solution for a new prescription drug for the treatment of male impotence.
In November 2014, The Dow Chemical Company faced the prospect of a power battle with prominent hedge fund and activist investor Third Point Management. The activist had criticized Dow’s recent performance, pleading for the company to separate to maximize its potential. The activist also suggested that two director candidates join Dow’s board of directors. Third …
Geoff Smart, founder and CEO of ghSMART & Co., wanted to make ghSMART the leading performance review company for CEOs and investors. However, he had just received two very bad news: the disappearance of an existing project and the loss of a $ 1 million investment that he thought was already sold. The news raised …
It describes a proposed purchase transaction from Autodistribution, an enterprising company that is the leading auto parts distributor in France. The deal was made possible by a failed takeover battle from Autodistribution’s parent company. Private equity investor Butler Capital Partners has to make an investment decision within three weeks. Other private equity firms are vying …
Are a saleswoman’s struggles her own fault or the result of problematic job design? Anna George works as a salesperson for the Verona Group, a company that designs and sells high-quality women’s clothing. She had worked in sales for another fashion brand for almost 20 years and was highly regarded in the industry. The Verona …
In October 2018, Mike Bogan, CEO of LandCare, a statewide commercial landscaping company, was concerned about the significant headwinds facing not only LandCare but the entire landscaping industry at the time. When LandCare struggled to hire and retain employees who could prove their legal work status in the United States, LandCare faced fierce competition from …
This case is accompanied by a video short film that can be shown in class or included in a digital course package. Instructors should consider when to make the video available to students as it can reveal important details of the case.